Senior Partner Development Management - Solutions

The Partner Development Manager (PDM) is responsible for driving Microsoft’s partner strategy and business plan execution, focusing on delivering key performance indicators and accelerating revenue growth across Microsoft Cloud in SMB, Enterprise, and SMC segments. This role leads partner innovation in areas such as AI, Business Application, Cloud Platform, and Security, Edge Computing, while ensuring program and investment utilization and executing sales strategies aligned with our sales model. The PDM leads revenue growth, partner capacity, technical mastery, compliance, and fosters cross-group collaboration and continuous skilling.

Responsibilities

Partner Planning & Strategy

• Develop and execute a comprehensive Partner Business Plan (PBP) that aligns partner goals with Microsoft’s mission, culture, and targets.
• Drive impactful Territory Planning and ensure partner engagement delivers measurable KPIs.
• Maintain a high-impact Rhythm of Business (ROB) focused on performance and growth.
  
  

Business Leadership

• Build and nurture strategic relationships with senior leaders across Microsoft and partner organizations. Facilitate executive alignment, sponsor engagement, and cross-functional collaboration to drive business outcomes and accelerate joint initiatives.
• Align partner strategy with Microsoft’s solution plays and fiscal priorities.
• Lead partner transformation through solution area expertise, AI-driven business value, and industry innovation.
• Activate and scale partner practices via Microsoft programs.
• Ensure compliance, governance, and adherence to Microsoft’s ethical standards.
  
  

Sales Leadership

• Lead and accelerate partner pipeline through consultative selling, co-sell execution, and robust deal governance.
• Support top deals and drive opportunity acceleration to meet revenue targets.
• Connect partners with segment sellers and lead revenue deep dives by solution area.
• Execute the MCEM Win Formula across priority solution plays, leveraging digital platforms, marketplaces, and AI for targeted solutions.
  
  

Excellence Leadership

• Lead skilling and enablement through programs like MAPS (Microsoft AI Powered Selling), TechBoost, and Second Nature.
• Promote partner certifications, specializations, and Marketplace readiness.
• Lead with strategic communication and stakeholder management to foster trust and clarity.
• Maintain high standards of reporting and accountability using KPIs such as CSP Cloud Consumption, Security Billed, and customer acquisition.
  
  

Qualifications

Qualifications

• Extensive of experience in sales, partner management, business development, and sales strategy.
• Proven track record of sales leadership, including building and scaling revenue engines, driving co-sell motions, and delivering against aggressive growth targets.
• Deep understanding of partner operating models, frameworks, and transformation strategies across infrastructure, cloud, and AI.
• Proven experience engaging and influencing executive management internally and externally.
• Demonstrated success in partner ecosystem development, including onboarding, enablement, and performance acceleration.
• Expertise in Microsoft solution areas.
• Strong consultative selling skills with the ability to translate complex technical solutions into business value.
• Experience leading cross-functional teams and managing executive-level stakeholder relationships.
• Ability to apply AI business value in real-world scenarios and drive personal productivity using AI.
• Excellent communication, strategic thinking, and organizational agility.
  
  

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.